2014 State of Sales Training Report: Whats Trending with B2Bs?

Sales training plays an important role in any B2B organization. Preparing reps to communicate with prospects and win deals? This is where it all starts.

Given this critical role, the implications of a successful (or unsuccessful) sales training program are far and wide. It’s troublesome, then, that only one-third of sales training professionals recently surveyed actually describe their current sales training methods as effective.

Brainshark’s 2014 State of Sales Training Report dives into the details of training program trends and challenges within these organizations. From training lengths, channels, and formats to challenges and plans for the future, we surveyed 156 sales training professionals on their organizations’ training practices—which may give way to the root of the issue.

Some of this can be attributed to challenges associated with live sales training:

61% say it’s hard to align reps’ schedules for live training sessions

45% say reps are distracted by their phones and other work responsibilities

36% say reps are not engaged in live training sessions

It makes sense, then, that on-demand training programs are expected to be the top area of investment in 2015. For more details, including the prevailing sentiment toward mobile and video-based training, download the full report.